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David Calmonson - Author Archive

The CTRM Oscar Ceremony

The events from the Dolby Theatre the other day got me thinking about an Oscar ceremony for CTRM software vendors. I first heard the word Dolby when I was a teenager and bought my first ‘tape deck and amp’. It had Dolby sound and a switch to select that mode.... continue reading

Is selling ETRM like selling double glazing?

I thought about it – really!  Should I try telling the head of IT procurement at Deer Energy that I wasn’t going to leave the building till he’d signed a letter of intent? After all, several years previously I had witnessed a successful sale (admittedly on an American sales training... continue reading

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